Low-ball technique refers to a strategy to gain compliance by making a very attractive initial offer to get a person to agree to an action and then making the terms less favourable.

It refers to a tactic for getting people to agree to something. People who agree to an initial request will often still comply when the requester ups the ante. People who receive only the costly request are less likely to comply with it. A two-step compliance strategy in which the influencer secures agreement with a request by understanding its true cost.

The term "low ball" came from the soccer where a ball which is played low does not seem dangerous and so is acceptable. Then, the attacker raise the ball and has a good chance to get a goal.

Related Articles

Free-gift technique at psychology-glossary.com■■■■■■■
Free-gift technique refers to a strategy to increase compliance, based on the fact that giving someone . . . Read More
Joint action at psychology-glossary.com■■■■■■
Joint action is defined as an action carried out by an ensemble of people acting in coordination with . . . Read More
Commitment response at psychology-glossary.com■■■■■■
A Commitment response refers to an action carried out at an early point in time that serves to either . . . Read More
Problem-focused coping at psychology-glossary.com■■■■■
Problem-focused coping refers to coping style in which the individual takes action to reduce stress by . . . Read More
Bait-and-switch at psychology-glossary.com■■■■■
Bait-and-switch refers to influence technique based on commitment, in which one draws people in with . . . Read More
Hypocrisy induction at psychology-glossary.com■■■■■
Hypocrisy induction refers to a technique for effecting behavior change by confronting people with the . . . Read More
Conflict at psychology-glossary.com■■■■
Conflict refers to an uncomfortable internal feeling associated with not getting the things one wants . . . Read More
Fear-arousing communication at psychology-glossary.com■■■■
Fear-arousing communication refers to persuasive messages that attempt to change people's attitudes by . . . Read More
Problem space hypothesis at psychology-glossary.com■■■■
Problem space hypothesis refers to the idea that problem solving is isomorphic to a search through a . . . Read More
First instinct fallacy at psychology-glossary.com■■■■
First instinct fallacy is defined as the false belief that it is better not to change one’s first answer . . . Read More